Strategic Business Development Manager

Location: Pleasanton, CA (Hybrid Preferred) About FanRally Traditional ticketing was built to sell seats. FanRally powers Ticket Access. We help teams, casinos, and ticketing platforms manage who gets access to what seats, for which events, at what price, under what rules, all from a single identity-linked platform that works with their existing ticketing stack. FanRally is the infrastructure powering the next generation of ticketing. Our platform helps organizations transform tickets from static inventory into personalized, revenue-generating assets that drive loyalty, recurring engagement, and measurable business outcomes. Our customers include professional sports teams, major casinos, universities, and ticketing platforms. In 2026, FanRally and CEO, Chris Giles, were recognized by Sports Business Journal as a Power Player: Ticketing. About the Role This is not a traditional BDR role. We\'re looking for someone who loves the challenge of opening doors into enterprise organizations through thoughtful research, strategic outreach, and exceptional preparation. You\'ll work directly with FanRally\'s CEO to build relationships with executives at professional sports teams, casinos, ticketing platforms, and strategic partners. Your mission is simple: Put our leadership team in the right rooms with the right people. If you\'re looking for a role where success is measured by activity metrics and cold-call volume, this isn\'t it. If you enjoy understanding industries, researching executives, identifying opportunities before competitors, and helping build a category-defining company, we\'d love to talk. What You\'ll Do Own outbound strategy for our highest-value accounts Research target organizations and industry trends Build account strategies for named enterprise accounts Identify buying committees and decision makers Develop personalized outreach campaigns Find warm introductions through customers, partners, investors, and mutual connections Become an extension of the CEO Draft executive-level emails in the CEO\'s voice Prepare executive briefing documents before meetings Maintain opportunity tracking and CRM hygiene Help prioritize pipeline and strategic outreach Drive high-quality meetings Target accounts include: Professional sports organizations College athletic departments Casinos and integrated resorts Ticketing platforms Strategic technology partners Quality matters more than quantity. We would rather schedule five exceptional executive meetings than fifty generic discovery calls. Support strategic initiatives Research new markets Prepare conference plans Monitor industry news and competitive activity Identify partnership opportunities What We\'re Looking For 2-5 years in enterprise SaaS business development Experience prospecting into VP and C-level executives Exceptional written communication skills Naturally curious and highly organized Comfortable working directly with founders and executives Bonus points if you\'ve worked at companies such as: Gong HubSpot Snowflake Rippling ServiceNow ZoomInfo You\'ll Thrive Here If... You enjoy reading annual reports, earnings calls, and executive interviews before reaching out. You take pride in writing emails that executives actually respond to. You\'d rather understand an industry deeply than blast thousands of generic messages. You enjoy helping founders win. Success Looks Like Within your first year you\'ll help FanRally: Build relationships with executives across professional sports, casinos, and ticketing technology Consistently create high-quality enterprise opportunities Improve executive outreach through research and personalization Ensure every leadership meeting is thoroughly prepared Build a repeatable outbound engine that supports FanRally\'s long-term growth Why FanRally? You\'ll join a company defining an entirely new category: Ticket Access. You\'ll work directly with the CEO and leadership team. You\'ll help shape the future of live entertainment, loyalty, and ticketing. You\'ll have an opportunity to grow into enterprise sales, partnerships, or strategy as the company scales. #J-18808-Ljbffr